Communication & Negotiation (Level 2)

Question 1

Give some examples of effective written/oral communication

Answer 1

Emails, well structured

• Reports, well structured (contents, exec summary, financial summary, graphical analyses, detail)
• Infographics
• Graphical analyses
• PowerPoints with short/punchy slides, talk around them. Hand detailed notes out at the end.
• Be informative but concise

Question 2

What are the main forms of communication?

Answer 2

• Verbal Communication - The spoken word
• Non Verbal communication - Facial expressions, gestures, posture, tone of voice.
• Written Communication - The use of the written word
• Visual Communication - Drawing, graphic design, illustration, industrial design, advertising, animation, colour, and electronic resources.

Question 3

What is good etiquette for written communication?

Answer 3

• Use separate lines as subjects change.
• Use a professional easy to read font.
• Set a professional tone.
• Proof read before you send it.

Question 4

What are the common forms of report?

Answer 4

• Formal
• Informal
• Progress Report
• Annual Report
• Expense Report

Question 5

How would you deliver a report at a meeting?

Answer 5

• Give a summary of the key findings.
• Only include vital information.
• Offer to distribute the report afterwards.

Question 6

How would you structure and deliver a presentation?

Answer 6

• I would have a logical structure.
• Introduce myself.
• Inform the audience what you will be presenting.
• Tell them the main body of the talk.
• Conclude what you have said with a summary of what you told them.
• Allow questions.

Question 7

How would you prepare for a negotiation?

Answer 7

• Check Whether You’re In A Negotiating Situation.
• Clarify Your objectives with your side.
• Clarify my fall back or Best Alternative to Negotiated Agreement (BATNA) :
• Decide on must have outcomes
• Decide on nice to have outcomes
• Prepare evidence to support your case.
• Mentally prepare.

Question 8

How would you conduct a negotiation?

Answer 8

• Rehearse my opening – ask the opening question to control negotiation.
• Convey confident consistent communication – match body language and terms used, maintain eye contact.
• Manage expectations - do not give a concession without trading it with reluctance.
• Be respectful but persistent – Assess offers on the spot and be courteous.
• Questioning – Ask open and closed questions to exert control.

Question 9

What are the tools of a negotiator?

Answer 9

• Position power.
• Expertise or knowledge.
• Charisma.
• Having alternative solutions prepares.
• Using past events as a precedence.

Question 10

What are the stages of a negotiation process?

Answer 10

• Preparation
• Opening/exchange
• Bargaining
• Closure/commitment

Question 11

Do you know of any theory on negotiation?

Answer 11

The Thomas and Kilman approach:

To take a more people approach to disputes, with 5 types of responses:

1. Compete - whereby you pursue your own interests.
2. Accommodate - whereby you satisfy the other parties interests.
3. Avoid - whereby you try to avoid the conflict all together.
4. Collaborate - whereby you reach and agreement to satisfy both parties.
5. Compromise - whereby you reach a mutually agreeable solution for both parties.

Question 12

How do you ensure that you are successful in a negotiation?

Answer 12

Preparation;

I will always review my arguments, produce and provide back-up information for each point. This allows me to negotiate my points confidently.

Question 13

How should you record an agreement at the end of negotiating?

Answer 13

• Either get both parties to sign the agreement.

* Or produce a written confirmation, i.e. via email of the agreements made.

Question 14

Can you give an example of when you have been involved with a negotiation?

Question 15

How did you prepare for these negotiations you have been involved in?

Question 16

What make good listening qualities?

Answer 16

Face the speaker and maintain eye contact

Be attentive, but relaxed.

Don’t interrupt and don’t impose your “solutions.”

Wait for the speaker to pause to ask clarifying questions.

Pay attention to what isn’t said—to nonverbal cues.

Question 17

What is status of letter versus email?

Question 18

How do you apply your communication skills to the reporting of a lengthy Scheme II or
Home Report as a verbal report?

Question 19

How do you deal with a challenge to one aspect, such as the valuation?

Question 20

Describe a negotiation of yours. Tactics etc.

Question 21

Are you writing letters and drafting reports?

Question 22

Describe your use of Graphic and Presentation skills.

Question 23

How has use of social media affected your work/the profession/the market?

Question 24

What is effective communication?

Question 25

What is meant by “Without Prejudice” on written documents?

Question 26

What is a graphic presentation?

Question 27

What are the fundamentals of negotiation strategies?

Question 28

What methods of presentation are there?

Question 29

What examples can you give of effective communication?

Question 30

Give an example of a successful negotiation you have been involved in.

Question 31

Give an example of where a negotiation did not give you the desired outcome.

Question 32

Give an example of a written presentation/graphic/oral presentation.